Sr. Enterprise Account Executive - Cloud Software Sales

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

The Enterprise Resiliency and Security team provides the technologies that large organizations use to manage risk and respond to emergencies. Our mission is to solve critical business problems for these organizations by eliminating siloed systems, reducing operational downtime, and mitigating safety risks through unified communication and response tools.

Motorola Solutions is building talent pipelines to meet future hiring demands. This is a pipeline role, while there is not an immediate opening, we want to build relationships with prospective candidates like you. If your background is a match to our requirements, we’ll follow up with an exploratory conversation. We are seeking a Sr. Enterprise Account Executive to join our Noggin Enterprise Resiliency team.

Reporting to the Area Sales Manager, you will be responsible for hunting and closing new enterprise business. This is a pure New Logo acquisition role. You will report to a leader who acts as a coach and utilizes MEDDPICC as a roadmap for deal control rather than a reporting burden. You will be responsible for penetrating the nation’s largest Integrated Delivery Networks (IDNs) and multi-campus hospital environments, disrupting the status quo, and evangelizing the transition from archaic, manual processes to a unified digital safety ecosystem.

• Strategic Territory Penetration:
  Design and execute a comprehensive hunter business plan to identify and break into new accounts from scratch.
• Champion Development:
  Identify and test prospective Champions to ensure they possess the influence and access to the Economic Buyer required to move an enterprise deal forward.
• Metrics-Driven Pipeline Command:
  Maintain a 3x to 4x pipeline through a high volume of top-of-funnel activity, including executive-level outreach and territory business reviews.
• Forecasting Excellence:
  Maintain radical accountability over your sales funnel, providing accurate monthly, quarterly, and annual revenue forecasts through proactive ownership and total deal control.
• Discovery Mastery:
  Slow down to go fast by conducting deep discovery that uncovers and implicates the "Cost of Inaction" associated with a current manual or legacy workflows.

Hard

Skills:

• Proven track record of managing and closing 6-figure and 7-figure ACV enterprise deals.
• Expert-level mastery of the MEDDPICC qualification framework to strictly qualify and close 6 to 12-month sales cycles.
• Skilled at converting technical pain into quantified business value for the Economic Buyer.

Soft Skills:

• Exceptional executive presence to command a boardroom of hospital executives.
• A high-ownership mindset that thrives on the challenge of cold-starting a territory by unseating entrenched competitors or overcoming the inertia of legacy workflows and manual processes.

• Days 1-30:
  Master the SaaS suite, achieve MEDDPICC internal certification, and identify the Top 25 priority IDN targets in your territory.
• Days 31-60:
  Initiate strategic outbound to Economic Buyers and lead discovery calls focused on illuminating the hidden risks of current manual hospital workflows.
• Days 61-90:
  Build a 3x-4x qualified pipeline and gain…